Blog

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by Andy Dickens

If your business operates in the B2B world then there is one thing that is almost guaranteed: your business needs leads! Without leads you can’t close sales, and without closing sales you can’t win new customers. No matter what your business model, unless you are 100% focused on advertising revenue you need to win new customers to grow and to be successful. A normal sales funnel might look like this: So now that we have established that you need leads,…

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by Andy Dickens

Sales people are at the forefront of your company, product and name. They are the first representatives that your customers speak to when deciding to buy your service or product. They are also the people convincing them to return. That is a lot of pressure. Therefore, building an effective sales team that can generate and convert leads is essential. But how do you do it? How do you find those special employees who can handle such responsibility? Here are five…

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by Andy Dickens

One of the most difficult things to battle with on a daily basis isn’t always an angry customer or a lead that won’t convert. It’s battling your own productivity and trying to make sure that you have enough motivation. We all have to deal with lapses in productivity, but there are plenty of things that you can do to beat lapses in focus and keep on track. Interruptions: Whether you’re working from home or working from the office, interruptions can…

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by Andy Dickens

You may expect rookie salespeople to be more likely to make mistakes when on calls or when trying to close a prospect, but in reality, experienced salespeople can make just as many sales mistakes. The longer you’re in sales, the more likely it is that bad habits will sneak in. These habits may well be hindering your chances of scoring the sale. Here, we detail some of those sales mistakes and how you can fix them. Not Developing Enough Rapport With…

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by Andy Dickens

No matter how good you are at your job, sometimes, there are leads that will just not convert. And that’s absolutely fine – but it’s important to recognise when a lead is just a terrible fit, so that you don’t waste your time spending an hour on the phone trying to convert them when it isn’t going to happen. The first thing you have to do is make sure that your leads are qualified, but that means you need to…

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by Andy Dickens

Image: Pexels Whether you’ve been selling for a week or ten years, you’ll know that with almost every sales call will come some objections. Objections should simply be treated as a way to demonstrate the value of your product to the client – as a way to sell, to overcome any potential issues and to use them to your advantage. Take a look at some of the most common objections that you may encounter below to see how you can…

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by Andy Dickens

It can be a little bit tough when you get on the phone, day after day, plugging away to make a sale that you just can’t quite seem to crack. If you’re having difficulty making the close and you need some motivation to get you through, take a look at the wonderfully motivational quotes below before you pick up the phone to get your head in the game. All set? Start selling! “Stop selling. Start helping.” – Zig Ziglar “Motivation…

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by Andy Dickens

The key to closing a sale is to successfully help your prospect quantify the potential reward of making an investment that solves a business problem, whatever that problem may be. It’s your job to help them come to the right decision. Without closing, that sales talk is just conversation, and not only that, but if you don’t close the sale? You just made the job easier for the next salesperson. With that in mind, here are seven of the best…

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by Andy Dickens

Implementing a sales CRM system into your business allows you to automate and more effectively manage sales, services and marketing. There are numerous CRM systems on the market, each catered to businesses of differing sizes and differing needs. Here, we go through five of the most popular and explain what you need to be looking for when it comes to implementing a sales CRM system in your business. Image Source – Johan Larsson (CC License) Salesforce.com Salesforce is one of the most…

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by Andy Dickens

Leads are the single most important part of the pipeline puzzle. Without a steady supply of leads, a high converting offer is all but useless. Although constant split testing and tweaking your campaign can be laborious, even a small increase in conversions now could spell big rewards and a boost in your income later. If you’re lacking lead generation inspiration, check out these simple tips to get you started. Thoughtfully Bump Up the Social Media Using the right kind of…